Channel Account Manager

Ping Identity•Denver, CO

4h•$88,000 - $132,000

About The Position

Ping Identity is seeking a strategic, field-facing Channel Account Manager to lead channel partnerships for its Enterprise team. The Enterprise sales team focuses on new-logo acquisition among U.S. commercial companies with less than $2 billion in revenue. This builder role works closely with partner and Ping sales teams in the field to develop repeatable, scalable sales motions, strengthen rep-to-rep engagement, and turn joint account plans into qualified pipeline and closed business. The role also organizes regional partner activities that bring teams together around target accounts and go-to-market plays. The position owns the Enterprise partner strategy and plan, including regional coverage, partner priorities, and measurable outcomes. It develops trusted relationships across partner organizations and collaborates with Enterprise sales, Partner Solutions Engineering, marketing, services, and product teams. Success is measured by productive partner coverage, partner-led new-logo pipeline, rep-to-rep engagement, and repeatable growth generated through regional activity. Ping Identity describes its work as enabling secure, seamless digital experiences through an intelligent cloud identity platform. The company is headquartered in Denver, Colorado, with offices and employees worldwide. It emphasizes an inclusive culture that respects individuality and offers a flexible, collaborative work environment. The role requires regular travel and meaningful field time with partners, customers, and internal teams.

Requirements

At least 10 years of experience in channel, alliances, partner sales, or a related go-to-market role in enterprise technology.
Experience working with partners to acquire new customers and build sourced or influenced pipeline in the Enterprise market.
Experience managing or developing relationships with integrators, resellers, delivery partners, and/or distributors.
A track record of building partner programs, joint account plans, field motions, or other repeatable go-to-market plays.
Strong field presence and ability to engage credibly with partner executives, sellers, technical teams, and Ping sales leaders.
Excellent communication and facilitation skills, including creating productive rep-to-rep conversations and turning meetings into clear next steps.
A positive, practical, collaborative approach, with the ability to create momentum, follow through on commitments, and work in a changing environment.
Willingness to travel regularly and spend meaningful time with partners, customers, and internal teams in the field.

Nice To Haves

Experience in cybersecurity, identity and access management, or another complex enterprise technology category.
Experience working with both national and regional partners, or building partner coverage in new territories.
Experience planning and executing regional partner events, roundtables, workshops, or field marketing programs.
Experience creating partner enablement programs, certifications, technical workshops, or sales plays.
Experience working with sales development, account executives, and partner sellers to create net-new opportunities.
Enthusiasm for representing the company at partner forums, industry events, roundtables, and other public-facing engagements.
A relevant degree or equivalent experience, and/or cybersecurity or channel-related certifications.

Responsibilities

Own the Enterprise partner strategy and plan, focused on new-logo acquisition, regional coverage, partner priorities, and measurable outcomes.
Build trusted relationships with partner executives, alliance leaders, sellers, technical teams, and delivery organizations.
Work in the field with partners and Ping sales teams to identify target accounts and create joint account plans.
Drive rep-to-rep engagement between Ping sellers and partner sellers to identify opportunities, coordinate pursuits, and progress new-logo deals.
Set up and support regional partner events, including field meetings, account-mapping sessions, enablements, workshops, and roundtables.
Develop repeatable partner go-to-market plays and practical enablement to help partners position Ping Identity, engage new enterprise accounts, and progress opportunities.
Partner with Enterprise sales, Partner Solutions Engineering, marketing, services, and product teams to remove friction and help partners win and deliver successfully.
Track partner activity, event engagement, sourced and influenced pipeline, new-logo progress, and follow-through; use data to focus time and investment.
Expand productive partner coverage, increase partner-led new-logo pipeline, improve rep-to-rep engagement, and turn regional activity into repeatable growth.